Outcome-Based Pricing in B2B Service Delivery

This document is a guide that outlines the concept of outcome-based pricing (OBP) as a new commercial approach to B2B service delivery in the telecommunications sector. It explains how OBP shifts the focus from technology-centric offers to customer business outcomes, allowing customers to pay for predefined tangible outcomes or values realized from services consumed. The guide details the challenges of traditional cost-plus pricing models, which often commoditize services and fail to resonate with business customers. It provides examples of OBP from various industries, such as the 'Train as a Service' model, and discusses how OBP can be applied in the telco B2B services environment. The document further describes the positioning continuum of OBP offers and emphasizes the importance of aligning service metrics with enterprise business value. Additionally, it highlights the need for flexibility and transparency in commercial models to meet the evolving demands of enterprise customers.